Job Description

Role Clarity | Executive B2I Sales or Executive Corporate Sales

Department:

Customer Success (Sales)

Reporting To:

Head B2I Sales

Role Definition

The Executive is responsible for executing institutional sales activities within the assigned geography, focused on generating leads, presenting diagnostic offerings, converting institutional accounts, and supporting onboarding and retention. The role works closely with Zonal Sales Managers and the Head - B2I Sales to expand business from manufacturing and service companies, drive monthly sales targets, and maintain account satisfaction post-onboarding.

Deliverables

Achievement of monthly institutional sales targets Generation and conversion of qualified institutional leads Timely onboarding coordination of new B2I accounts First service: handholding and client satisfaction Support account retention and upselling efforts

Task and Activities

Lead Generation & Qualification

Identify and contact potential institutional clients (HR/Admin/CSR/EHS teams) across manufacturing units, warehouses, service industries, offices & hubs
Conduct initial client profiling to assess need, headcount, testing volume, compliance, or wellness intent
Create and maintain a territory-specific lead tracker with progress status (Contacted, Meeting Scheduled, Proposal Shared, etc.)
Conduct field visits, cold calls, and follow-ups to nurture institutional prospects

Client Engagement & Proposal Support

Schedule meetings and assist in client requirement mapping (pre-employment, wellness, periodic checkups, camps)
Share standard and customized proposals in coordination with B2I Head/Zonal Manager
Present services, pricing, and diagnostic capability confidently to mid-to-senior-level decision-makers
Follow up on proposals and ensure timely movement to negotiation and closure

Closure & Documentation

Assist in collecting all documentation needed for onboarding - MoUs, GST/Company details, billing terms, etc.
Coordinate with the finance team for proposal formats and approval workflows
Ensure the pre-closure checklist is verified before final sign-off

Client Onboarding & Service Activation

Coordinate with operations and logistics for first-day implementation, phlebotomy deployment, and material readiness
Explain service protocols, billing cycle, and reporting process to the client SPOC
Stay in touch with the client for the first service for escalation support, resolution tracking, and satisfaction capture

Account Support & Upselling

Support the B2I Head and the Zonal Manager in monthly meetings with large institutional clients
Share feedback received from clients about reporting, service issues, or additional needs
Identify potential upselling opportunities (additional locations, employee family wellness, annual plans) and report to seniors

Data Reporting & Coordination

Update lead funnel and closure progress in the CRM or sales tracker weekly
Submit daily field reports with meetings held, outcomes, objections raised, and action planned
Participate in daily and weekly review calls with zonal and central teams
Assist in collecting testimonials, case studies, and feedback forms from clients for internal/ marketing reference

Success Metrics

% Achievement of Monthly B2I Sales Target Number of Qualified Leads Added and Converted Proposal-to-Closure Turnaround Time No. of Accounts Successfully Onboarded (within SLA) CSAT Score * Number of Upsell Leads or Referrals Generated